604-669-5235 gary@ontraccoach.com

Offer them a choice of YES’s

Whether you are at the RFP stage or simply sending an email to follow up, my general rule of thumb is to always give them a choice of Yes’s. This strategy takes using open-ended questions to the next level. So your prospects and clients aren’t given the easy way out of saying yes or no. You give them options to answer yes.

Let me give you an example. Say you are sending out an email to follow up with someone after meeting them at an event. Keep it short, to the point, and offer them options.

“Hello Bob, it was great to meet you at xxy event last week. Out of the following times, which is best for you to meet and further discuss that situation you mentioned?

Tuesday Feb — @ 2PM

Thursday Feb — @ 10AM

Monday Feb — @ 3:30PM

I would be more than pleased to come to your office. Let me know what works best for you.

Thanks,

Your name”

In the example above, not only are your providing them with a choice of yes’s, you are offering them three different times to meet. They will likely have one of them available. You will cut down on the email back and forth demonstrating that you can be efficient with your time and theirs.  Try it the next time you need to follow up with someone.